Publications
Publications
  • December 16, 2021
  • Article
  • Harvard Business Review Digital Articles

Avoid a One-Size-Fits-All Approach to Sales Coaching

By: Frank V. Cespedes
  • Format:Electronic
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Abstract

Coaching sales reps is about clarifying relevant behaviors and whether the issue is motivation or ability. Some reps may work hard, but lack certain capabilities while others demonstrate capability but seemingly lack motivation or effort. Good coaching helps to clarify the issues, and lets both manager and rep then concentrate on behaviors that can be improved. The author offers advice on coaching through three common situations across a typical sales cycle (prospecting, from contact to trial, and closing the sale) and encourages managers to set reps up for success by providing efficient access to peers via new technologies and development tools.

Keywords

Salesforce Management; Training; Competency and Skills; Motivation and Incentives

Citation

Cespedes, Frank V. "Avoid a One-Size-Fits-All Approach to Sales Coaching." Harvard Business Review Digital Articles (December 16, 2021).

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